The Magic Sales Ingredient

This week I have been out of the office quite a lot visiting clients and have seen reasonable success. Obviously this is a great boost to my motivation levels as well as the performance of the business.

I have always had a knack at sales and know that, when I want to I can, as my dear Mother is fond of saying, sell snow to the eskimos.

But there's more to my approach than just clever persuasive techniques.

I start by finding out how a customer's business works. I am really interested in what my customers do, what they produce and how they make it. My fascination with the manufacturing process allows me to contextualise what they are doing and make suggestions as to what we might do to improve their process. You see my goal is not to simply sell as much stuff to a customer as possible, but to form a long-term business relationship which is mutually profitable. L&B Technical Services Ltd must add value to our clients. If we do, we succeed, our customers succeed, everyone wins.

Developing a thorough understanding of customer's processes make L&B Technical Service Ltd better at adding value to their businesses.

This ability to find a synergy between two organisations is such an unusual approach in practice that it often takes clients some time to recognise that it is genuine. They can think it is some kind of strange scam. Why would a potential supplier be interesting in helping them? To me, the question is why would a potential supplier not be interested in helping their clients?

Can this knack be passed on? I'm not sure it can. You have to have a will to help people; it has to be one of your main motivations. You have to have an interest in manufacturing processes and a desire to innovate. You have to have integrity in your approach—what you know and what you say must be the truth. The products and services you offer must genuinely improve the process noticeably for the customer. And you have to be motivated to do this, because even when you are good at it, sales is 90% motivation. If you can stay motivated even when you are having a bad day, you know it is just a numbers game. Even when nothing is working, you just have to play the numbers, make a few more calls, and you will find someone who needs some help.

If you would like us to take a detailed look at your manufacturing process, wether it is welding or mechanical, whether you are interested in welding plant, automation, abrasives, weld purging, fasteners, or hand and power tools, just give us a ring and we will pop down and meet up!

If you think I have described you perfectly and you're interested in furthering your career in sales with a company that puts people before profit, get in touch and arrange a meeting.

To see an overview of the products and services L&B Technical provide, take a look at our website here.